The spread of COVID-19 halted a lot of mergers and acquisitions in 2020. Not so in 2021. This year, private buyers have regained confidence and are targeting, in large part, the technology services world. For channel partners, this can spell opportunity. But the process of selling a business, and maximizing value and proceeds, is complicated.

John Holland, managing director of Corporate Finance Associates, understands this. That’s why he’s giving MSP Summit attendees a primer on valuations and IT trends. As a preview, know that, above all, acquirers are looking for companies that have built strong recurring revenue and long-term customer relationships. Certain partner types will struggle to meet those requirements.

In this Q&A, edited for length, Holland, an investment banker, provides helpful insight about what to expect from his session, “Channel M&A: How to Achieve Maximum Value.” Plan to attend on Monday, Nov. 1, from 4:35-5:10 p.m. (The MSP Summit is collocated with the Channel Partners Conference & Expo.)